Tuesday, August 9, 2016

How successful people think

Do you know that ninety-five percent of everyone in prison was told over and over again as they were growing up:  "You are going to end up in prison some day"?
Think about it.  Over and over again they were told they were going to end up in prison some day.  What if they were told something different?  What if they were told over and over again that they might be in a little trouble right now, but they will get past it?  What if they were told that they were going to grow up and be successful?  Would that make a difference?  
So to get excited about selling, you have to put things in your mind that will get you excited and passionate about what you do for a living. 
Put a thought like this in your mind and watch the difference...
(READ THIS LIKE YOU MEAN IT!)  "I am excited!  I stay focused on all the good things I have to be excited about.  I am excited about my career, my opportunities and my challenges.  My excitement drives me to do everything with energy and enthusiasm.  My mind is focused fully on what I am doing and I am able to get things done by telling myself to “DO IT NOW”.  I am excited and act enthusiastic and everyone around me catches it.  Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them.  By being enthusiastic, excited and full of energy I am a more valuable person.  Energy and enthusiasm guarantees my success as a highly paid professional sales person.  Energy, passion and enthusiasm will attract customers and sales to me.  This energy will be like a magnet and attract bigger customers and larger commissions to me.  I am going to give everything I have to everything I do." 
The opposite it to be a daydreamer.  Always wishing you were somewhere else doing something different.  Life is what it is.  For whatever reason, you are where you are right now so you have to deal with it.  Your job is not to see what lies dimly at a distance, but to do what lies clearly at hand!    That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow up and keep going.
Forget about whether you feel like it or not.  Actions come before feelings.  ACT enthusiastic and your feelings will follow.  If you wait until you FEEL excited before you act you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man.  It ain't gonna happen!  
WANTED:  A sales team tired of living on crumbs left over by competitors..  click here for details

Friday, July 15, 2016

Let's talk price

Cloverleaf Family Restaurant, 4023 West 3rd Street, Bloomington, IN, has been a family owned and operated business for over 25 years.  John Byers, owner, has spent his entire life in the restaurant business and has a wealth of knowledge about being successful.
Cloverleaf Family Restaurant is open six days a week and serves breakfast and lunch.  It seats 240 people and to give you an idea of the volume they use over 1100 eggs on a Saturday morning alone!  Their repeat business is so strong that many customers will come in 2 times a day.
John could easily fill a book with his keys to success in this demanding business.  One of the things he said has stayed with me.
"When it comes to pricing it is better to have 3 nickels than one dime.  Price your menu so people will return again and again."
He is a testimony to his principle.  More repeat business than anyone I know.
Let's look at it from a sales person's point.
A business with a 20% gross profit margin that implements a 10% price reduction (either through promotion or negotiation) needs to double their sales to stand still in terms of profit! In other words, a 10% discount requires you to DOUBLE your sales to make the same gross profit!
If your price is $50 per case and your cost is $40 your are making a 20% gross profit.  If you sell 100 cases your make $1,000.
The customer asks you for a discount.  You negotiate up to a 5% discount IF they double their order.  If they agree, you just made $1,500 gross profit and your customer got a good deal. 
Bottom line.  There are many ways to look at pricing.  I decided to try John's strategy.  I have discounted my 6 best sellers and several of my programs up to 75% off!  Click here and let me know.
Visit for details.

Sunday, July 10, 2016

The believers vs the non believers

Selling is believing in something most people can't see. 

 Would you agree - that definition pretty much sums up what selling is all about?  And sometimes the hardest thing to do is not only keep yourself believing, but keeping those around you believing as well.  Most people are not patient enough to be in sales.  It seems easier for them to quit.  Throw in the towel.  Fall in with the non-believers.

 For example.  You have a customer who has been listening to your proposal with interest.  You have been calling on them for months, sometimes even years.  You need a paycheck and you know that if you give up now you may lose the whole thing.  You keep calling.  You keep "seeing" that the business will eventually come.  You keep positive and affirming to yourself that you will get the business.  You are a believer. 

Then there are the non believers.  Those are the people who just don't get it.  They are the ones who only believe what they see right in front of them.  They are the ones you have to watch out for.  They are the ones who can talk you into quitting.  It really takes conviction and the ability to believe in the unknown to be in sales.  So the question is, do you keep going?  Or do you quit? 

 You keep going.  You keep learning.  You keep making the calls.  You keep "seeing" the business.

 I have everything you need to become a believer at: